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Interview Red Flags: What to Look for

When Interviewing Potential Employees

BY DAVID LEWIS, PRESIDENT OF DAVID LEWIS & ASSOCIATES INC.

overlooked during the process. Since beer it will have little appeal to the palate.
purchasing a car can be an emotional That does not mean you are looking for
process, the salespeople you hire should someone who is over the top and out of
be enthusiastic and excited about the control, but enthusiasm inspires the peo-
potential of working for your company. ple it touches and that should also include
Customers rely on their perceptions of the person doing the interview. If some-
the salesperson they are speaking with one is flat and dull during the interview
and in many ways that should be some- process, they are likely to be perceived in
thing that comes out during the interview the same way by customers.
process. Never underestimate the power
of a gut feeling. A CARELESS
APPEARANCE
Of course, you want to have an organized
and systematic approach to the questions Car salespeople are not expected to wear
you ask, but often it is the emotional tuxedos to the job, but you can tell a lot
According to the job search website In- content that comes across as the most about a person’s work attitude and po-
deed.com, in 2015 the average annual valuable asset someone can have in this tential value as an employee by the way
earning of a car salesperson in the U.S. business. Often, a successful sale comes they dress for an interview. If they do
was around $68,000 including all bonus- down to the likability of the salesperson. not put their best foot forward when they
es. With the cost of hiring and training And, of the main priorities that most are looking for a job, the chances are they
buyers are looking for, their connection would do the same on the job.
new salespeople running about 20 per- with the salesperson is right near the top
cent of their first year earnings that cal- of the list. POSTURE DURING
culates to about $13,600 to hire and train THE INTERVIEW
a new car salesperson. For employers, What are some of the red flags to look
the process you use to find and train new out for when interviewing someone for a Most people who are worth hiring con-
salespeople can be very costly if you do sales position? sider how they carry themselves during
not get it right and end up having a quick the interview process. This includes pos-
turnover in new hires. ENTHUSIASM ture, self-control and other things that
may have become unnoticed habits to
There are definite things you want Selling without enthusiasm is like serving them. Anyone can be nervous during a
to accomplish in a job interview, but flat beer. All the right ingredients may be job interview, but obvious habits like nail
sometimes the most telling issues are there, but if there are no bubbles in the biting, nervous twitches or other things

50 | GIADA Independent Auto Dealer FEBRUARY 2017